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» Deep solution knowledge» Global solution experts and
sales, linked across service lines
» Dedicated international account management
Client Benefits
SAP ERP LegacyTransformation
E-services /CRM
Enterprise content management
Portfolio of offers in place and tangible benefits for customers
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We have a clear value proposition in Enterprise Content Management
Some of our clients
Opportunity» Increasing concern of companies on how to get
the information out of large volumes of content and various types of media; increasing compliance rules
» Exploding demand for storage» Leadership position in NL to be leveraged and
unique design-build-operate offering (ACSIMO)» Ability to deliver full Enterprise Content
Management (ECM) programs: end-to-end solution from strategy to architecture and hosting
» Strong partnerships with all key players (EMC, Open Text, Microsoft, IBM Filenet)
Solutions for Enterprise Content Management
Value propositionAtos Origin solution addresses all types of multimedia content management needs through digitalization of information and search engines
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Public SectorFinancial Services
SAP for banking
Manufact u-ring
Telecom Retail
Nuclear Instrum. & ControlSAP MM TE-services / CR M Public
Enterprise Cont ent Management
Payments
Consulting, SI, M S
Consulting, SI, M S
Utilities
Other offer s (E-Ser vices and C RM for pri vate sector, SAP legacy tr ansfor mation)
Intelligen t Net work / Other
Distinctive offers
Main-stream
“Mainstream” offers – at the heart of our business
» Cost effectiveness and economies of scale
» High offshore ratio» Reuse of best practices» Dedicated international
account management
Client Benefits
WorkplaceManagement
Application management
Business Strategy and Innovation
Portfolio of offers in place and tangible benefits for customers
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The Customer
Application Management for Dresdner Bank
» One of the leading banking groups in Europe
» 1,000 branch offices
» 26,500 full-time staff
» 50 different countries
» Consolidation & significant cost savings within IT
» Transition to flexible application development and management
» Extension of Global Sourcing
Challenge
» Long-term maintenance and development of 88 applications within business and retail banking
» Transfer of nearly 200 employees » Sourcing: from a local delivery to a Global
Sourcing mix with a significant offshore component
Solution
» Significant cost savings» Long term perspective for staff through HR model
» Formalization of informal SLAs and quality improvements of existing service levels
» Increased flexibility and shorter time-to-market
Benefits
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Leveraging the Olympics
» The Olympic project is an ongoing case study of Ato s Origin capabilities» Project – Program management
- Coordination of 15+ suppliers» Risk driven program management
- Mission critical role in a very visible environment- No second chance- Must deliver on-time
» Ability to offer an end-to-end service – Design-Buil d-Run - Operate- Testing and Operational Readiness
» Rapid IT deployment- Setting up IT in 60+ venues within tight timeframe
» IT Security- Filtering millions of security events - 0 impact on the games
» Successful long term mutually beneficial relationsh ip - Since 1992 and as IOC Worldwide IT Partner from 2001 until 2012
TECHNOLOGY
OPERATIONS
CENTER
Document publishing,Processing & Supplies
Film/Photographics& Imaging
Hardware & Servers
Wireless communicationequipment
AV/TV/VideoEquipment
Timing, Scoring Systems & Services
Telecommunications
TECHNOLOGY
OPERATIONS
CENTER
TECHNOLOGY
OPERATIONS
CENTER
Document publishing,Processing & Supplies
Film/Photographics& Imaging
Hardware & Servers
Wireless communicationequipment
Wireless communicationequipment
AV/TV/VideoEquipment
Timing, Scoring Systems & Services
Telecommunications
Case Study
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GO-TO-MARKET
WHO to sell to
WHAT to sell
HOW to sell
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Diversification of client base means reduction of c lient exposure and risk
Increase of win-rate, driven by new customers and m edium size deals
We are already growing our client base and winning new contracts
Other & New logos
Top client weight in Group revenues %
2005 2006 2007
Top 10 clients
Top 20 clients
Top 50 clients56%
28%
46% 42%
31%31%
63% 62%
46%
44%37% 38%
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In our target customer set, we are growing faster than the market
Other & new logos
2006 2007
37% 38%Marketgrowth
“Atos Origin is a partner, not purely a supplier” - French Financial Services client
“Atos Origin people are open and understand our cul ture, this is why we chose them” - UK Insurance client
11% organic growth
6-7%
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GO-TO-MARKET
WHO to sell to
WHAT to sell
HOW to sell
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One Go-to-Market model under the leadership of Global Account Management
Global Account Manager as orchestrator of the custo mer relationship
Stronger role of Global Markets and Consulting in s elling process
Distinctive offers per marketIntegrated cross SL offers
Mainstream offers
Global Account Manager
AC SI MO WL
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Enhanced Sales Force: Atos University –Sales & Markets fully operational
3 way partnership:
Customers- Atos Origin – Analysts / Advisors
Continuous Professional Development
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What will our customers see ?
From
» Offers »Predominance of mainstream offers
»Non-harmonized offers
» Client management
» Go-To-Market
To
»Consistent, balanced portfolio of offers
»Focus on business outcome and cross service-line projects
»Account managers specialized in one SL and/or geography
»Account managers capable of leveraging the whole organization
»Consultative selling
»Several “Atos Origin”, depending on geography
»ONE Atos Origin
We are well on track to achieve profitable organic growth